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  • Bob Burg

“Bob Burg opens the floodgates to Fort Knox.”

~ Dottie Walters, Author, Speak & Grow Rich

Beware The Manipulative Frame

July 11th, 2014 by Bob Burg

Beware The Manipulative FrameIn my book, Adversaries into Allies, the fourth principle of Ultimate Influence™ is “Set the Proper Frame.”

A frame is the foundation from which everything evolves. Set a frame of kindness, cooperation, win/win and benevolence and a very mutually beneficial result will most likely occur.

It’s powerful. Set the proper frame and you are 80 percent of the way to a successful outcome for everyone involved.

On the other hand, be wary of those who use this concept in order to manipulate you.

I was recently watching an advertisement. After a clever opening, the presenter made a statement that was a bit surprising. In a rather offhand, very informal way, he said (slightly paraphrased to disguise the actual company)…

“Of course, everyone knows that every six months you should
recheck your Widget.”

Immediately, I thought, “Hmm, I didn’t know that. Good to know.”

Then, returning to “consciousness mode” (i.e., “thinking”) I wondered, “Did he just set a frame intending to manipulate me into believing something he wants me to believe?”

It was now time to check premises. This begins by asking ourselves questions. In this case, they included, “Why is that statement true?” “Does everyone really know that?” “Does everyone agree with that statement?” “Is this a proven fact?” “Why does he want me to think it’s obvious” (he said, “of course”)? “What would happen if I didn’t recheck it?” “Why six months and not three months or nine months or a year?”

And, one more question I asked myself. This is key and something to always keep in mind whenever you feel manipulation might be at play:

“Is this a frame that — later on — is somehow going to show up as an important reason for taking the suggested action?”

And, indeed, it absolutely did.

Several times he referred to how his product will specifically allow you to check every six months in order to…

Now, the point of this isn’t whether or not his product was good, worthwhile, or even necessary every six months.

It’s simply to be aware that when someone states something as fact, and in such a way that you suddenly feel compelled to believe it, consider whether or not they might have an agenda. And, how this new “fact” might actually be a frame; a frame intended to move you to an action that benefits them and not you. What they say might be true. Just be sure that you are consciously making that decision.

Yes, as an Ultimate Influencer you will always set a frame for mutual benefit. However, not everyone will.

But, you already know that. Now you know one way to spot it.

Getting Rid of Our Mental ANTS

July 1st, 2014 by Bob Burg

Getting Rid of Those Mental ANTSMy great friend, author and Certified Go-Giver Speaker, Corey Jahnke (whom I call the “Zen Pharmacist”) often writes about an affliction called “ANTS.”

ANTS stands for “Automatic Negative ThoughtS.”

According to Corey, we human beings have thousands of random thoughts per day. Thus, “the more of those thoughts we allow to be negative, disempowering, and judgmental, the more the ANTS eat our brain alive.” Yuck…but still! :-)

So, I’d like to ask you: If you have ever suffered from ANTS (as I’d imagine we all have and we all continue to from time-to-time), how do you get rid of them so that you can tap into your TRUE authentic nature, which is absolutely…positively… ANTS-free.

If you’d like, check out Corey’s more in-depth and very insightful post on the topic and and see what he suggests.

Sally Hogshead’s… How The World Sees YOU

June 24th, 2014 by Bob Burg

If you’re a fan of Sally Hogshead — like I am — you were captivated by her first book, FASCINATE. Sally, a former award-winning copywriter and advertising agency owner, provided the reader with an in-depth and complete look at what triggers fascination and how companies tapped into these concepts in order to make their products and ideas irresistible to consumers.

In her newest book, How The World Sees YOU, she applies that wisdom as it relates to your personal brand. And, this is key because, as Sally says, “the greatest value you can add is to be more of yourself.”

How The World Sees You As she explains, “once you know what makes you valuable to others, you’re more authentic and confident, and more able to make a positive impression. It all begins with understanding how the world sees you — at your best.”Sally Hogshead

In Sally’s always fascinating way she outlines how you can tap into your greatest of strengths, create better relationships, grow your business, and become distinctly valuable to those who matter most.

Enjoy the chat!

Wow — I guess “fascinating” doesn’t even begin to describe her, does it? So, what is your…anthem? Take whatever time you need to figure it out. It’ll be well worth your while. And, of course be sure and pick up her book.

Discover Your Fascination Advantage™

Here’s the link to take the complimentary Fascination Advantage Assessment: HowToFascinate.com/You

Enter the book code: SUCCESS14


TECHNICAL NOTE: If you are having trouble playing the interview, please make sure Adobe Flash Player is installed in your web browser. If not, then download Flash Player. Or right-click here and select “Save Link As…” to download the audio file to your computer.

Show Me A Sign… One That REALLY Sells The Idea!

June 17th, 2014 by Bob Burg

DANGER Do not touchRecently saw a photo of a sign that — macabre as it was — no doubt brought some laughs.

It said…

“DANGER: DO NOT TOUCH — Not Only Will This Kill You, It Will Hurt The Entire Time You Are Dying.”

Immediately, I went into sales and marketing mode and thought of how perfect a message it was, including all the basic elements:

    1. DANGER (now, that’s a headline that will grab your attention)
    2. DO NOT TOUCH (a subhead that elicits curiosity)
    3. Not Only Will This Kill You (the feature)
    4. It Will Hurt The Entire Time You Are Dying (a really, really powerful benefit for following the advice) LOL!

I think the next time there is a “WET PAINT” sign on a bench, it should be followed up with:

“Because you’ll be really p*&&#@ off at yourself if you ignore this!”

The Small Stuff Worth Sweating

June 12th, 2014 by Bob Burg

Attention To Detail Bob BurgYears ago a little book authored by the late, Dr. Richard Carlson entitled, Don’t Sweat The Small Stuff…and It’s All Small Stuff provided some much-needed wisdom for those of us whose sense of peace of mind and happiness were continually disturbed by life’s little inconveniences.

And, in that context, the phrase itself is certainly valid.

Many are familiar with the term, First-World Problems. Yes, your hotdog bun splitting at the bottom while you’re enjoying a baseball game is indeed “small stuff.” :-) So are most of what we allow to annoy us and sometimes even ruin our day.

However, there is also a time to absolutely sweat the small stuff…because doing so can make a significant difference in your results.

In our Go-Giver book series, John David Mann and I suggest Attention as one of the five “Elements of Value” that serves as a differentiator. While this includes attention to one’s prospective client in terms of listening to what they are saying (and, sometimes, not saying), allowing us to better understand their needs, it covers another area, as well.

Attention to detail means also learning as much as you can about them as individuals. This creates the environment for you to cultivate the “know, like and trust” relationship so often the difference-maker in today’s commodity-based sales environment. In this case, paying attention to the “small stuff” provides you with a distinct advantage over your competitors.

One of my favorite examples of this is business legend (and, self-proclaimed “envelope-salesman”) Harvey Mackay. In Swim With The Sharks Without Being Eaten Alive, his first of seven New York Times bestsellers, the Founder and Chairman of the enormously-successful MackayMitchell Envelope Company introduced us to his now-famous Mackay 66 — a customer profile helping his salespeople to really “know the customer” – the individual who would make the buying decision.

Please understand; Mr. Mackay’s company sold envelopes! If ever a product could be considered a commodity, here it is. After all, there’s only so much possible differentiation in a product like this.

However, there’s lots of possible differentiation in the person selling that product. When you focus your attention on them; on knowing everything you can about what’s important to them, it allows you to effectively communicate your additional value.

And, that’s where sweating the small stuff…make a huge difference!

How do you sweat the small stuff in a way that communicates your value?